LEASEMAKERS Comprehensive Leasing Class

Description

9:00 a.m to 4:00 p.m. C.S.T.

LEASEMAKERS is a comprehensive leasing and sales Seminar or Webinar that is jam-packed full of the fundamentals that will make your on-site team successful. From telephone skills to securing the lease, LEASEMAKERS highlights the critical components of an effective and productive leasing presentation. Best of all, the Seminar/Webinar promotes Relationship Leasing, a sales style that respects each rental prospect as a person with unique needs and wants; not simply a piece of traffic.

MORNING SESSION

INTRODUCTION 

• The reason we exist…as onsite professionals!
  
• Understanding the real customer and what he wants from the onsite professional 
• Introducing: Relationship Leasing 
• Finding Your Leasing Style 
• FEP – The Leasing Magic Ingredient
  
• Foundations for Leasing – Treat People Right!
• Characteristics of an effective On-Site Professional
• The Leasing Presentation Outline – Map to Success
  

TELEPHONE TECHNIQUES

• The Telephone – The Most Important Leasing Tool in the Office!
• The Telephone Dilemma…and how to Resolve it
  
• Your #1 Objective: Get the Prospect to the Property RIGHT NOW!
• Six Steps to Make Each Call a Success!
• Essential Telephone Tools & the Leasing Notebook
  
• Gaining Control of the Conversation
• Qualifying on the Telephone-The Amazing Guest Card
  
• Demonstrating Your Community over the Phone-Painting Word Pictures
  
• Securing the Onsite Appointment – Getting the prospect to the property…         RIGHT NOW!

AFTERNOON SESSION

GREETING AND QUALIFYING

• Show Empathy – Use a Positive Leasing Vocabulary
• The Five Ss of Greeting-Creating the best first impression
  
• The Qualifying Process-Creating trust & confidence
  
• Guest Card Basics-Let’s Chat & be Friends
  
• Initial and Critical Qualifying Questions
• Plus…More Qualifying and Probing Questions

DEMONSTRATING

• Tour Strategies – Showing Your Community’s Best Side!
• Techniques for showing the apartment home
  
• Feature/Benefit Selling-Creating Wants & Needs
  

CLOSING – THE BOTTOM LINE!

• What it takes to be a Master Closer
• “Commencing” rather than Closing
  
• Three Reasons Why Leasing Consultants Fail to Close
• Closing Basics-Start by asking for the Money!
  
• Overcoming Objections-Keeping it simple!
  
• Anticipate Questions – The Easiest Way to Overcome Objections
• Handling the Put Off-“Let me think about it.”
  
• 5 Closes to set the Commitment